- Build and maintain account profiles and plans covering customer priorities, use cases, recommendations, whitespace, expansion opportunities, and event technology stacks.
- Map stakeholders and buying committees, including decision-makers, influencers, priorities, and account dynamics.
- Conduct discovery to uncover customer priorities and use findings to shape account plans.
- Build customer business cases and lead executive business reviews that connect Swoogo to customer goals and quantify ROI and outcomes.
- Develop multi-threaded relationships with senior stakeholders and act as a trusted advisor.
- Identify renewal risks early with CSMs and determine when to push, hold, or involve additional support.
- Negotiate multi-year agreements using customer usage, value, and alternatives.
- Track the competitive landscape, industry trends, and other event solutions used by customers.
- Work with Finance, Legal, and Product to structure deals.
- Share customer insights with leadership to inform pricing, packaging, and the product roadmap, and keep renewal forecasts and the expansion pipeline current in Salesforce.
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